Review-Guide-Exam2-S09 - AEB 3341 SELLING STRATEGICALLY...

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AEB 3341 Exam 2 Review Guide Spring 2009 page 1 of 2 AEB 3341 SELLING STRATEGICALLY Exam 2 Review Guide (Spring 2009) Unit 7: Communication List the three major strengths successful communicators have in common. Identify how to improve effective communication in the sales process. Explain the role of “Shared Fields of Experience” in the sales process and be able to provide a personal example. Know the four levels or methods people use to understand and send messages List and explain the four principles of effective communication. Understand the use of Transactional Analysis (TA) in the sales process. That is, identify and describe the three states of TA. Describe and illustrate conditions necessary for effective communication and crossed communication under TA. Identify, define, and give examples of the four types of communication styles discussed in class. Be able to identify the distinguishing characteristics of each of the four communication styles. Explain how you would use information about a given customer’s communication style in
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This note was uploaded on 09/23/2009 for the course AEB 3341 taught by Professor Wysocki during the Spring '04 term at University of Florida.

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Review-Guide-Exam2-S09 - AEB 3341 SELLING STRATEGICALLY...

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